Business Development Manager

* ****

Jeffrey L. Valadez

Phone: 541-***-**** / e-mail: ************@*******.***

SUMMARY Experienced Business Development Executive with over 30 years in the Utility, ERP, IT, and Education sectors. Proven track record of driving revenue growth, establishing market presence, and forming strategic partnerships. Expertise in SaaS sales, go-to-market strategies, and working with complex ecosystems.

EXPERIENCE

FEB 2025- Present Client Outreach Executive, Ready Kilo. I am currently in the role of Client Outreach Executive, I am focused on building the participation in DOE’s ODIN Initiative. The Outage Data Initiative Nationwide (ODIN) is a network of leading electric service providers who are committed to providing comprehensive interoperable power outage data that enables utilities and others to exchange data freely with designated stakeholders at all levels — helping restoration, reliability, risk mitigation, emergency response, and more. I design and execute outreach programs that target both individual electric utilities, as well as regional power associations nationwide. DEC 2024-Present Business Development Executive, Independent Consultant, DataCapable. Responsible for driving growth in the North American market through direct outreach to utilities as well as through strategic partners. DataCapable’s industry-leading solution enhances utilities’ ability to proactively manage events impacting their distribution networks. The solution features AI-powered threat detection capabilities, real-time outage maps, and a community portal which allows the sharing of operational data and coordinate emergency response with municipal leaders and other stakeholders. This allows utilities to be proactive, instilling a greater level of trust with customers, regulators and other key stakeholders throughout the community.

2023-2024 Business Development Manager, US Pragmatic, Independent Consultant. Assisting IT services firm originally from Colombia to enter the North American market, creating brand awareness, generating and developing pipeline utilizing world-class go-to-market platform, creating and following-up on proposals for qualified leads, presenting and closing contracts. Have established early-adopter clients in the U.S. and Canada for the company’s professional services to implement and support the Odoo ERP platform, a global leader in enterprise business applications serving multiple industries.

2022-2023 Director of Business Development, Avertra Corp. Independent Consultant. Developed pipeline and led pursuits to engage North American utilities for the placement of the MiCustomer SaaS platform, in order to achieve enhanced customer and employee experience. Drove participation in RFP processes, developed/maintained relationships with consulting partners, advised pre-sales team on strategies for presentations/demos, and provided management with timely and continuous forecast information. Established a pipeline of 12 additional utilities and potential SaaS revenue in excess of $20 million by the end of my consulting contract, with two opportunities at having reached finalist status.

2017-2022 Head of Sales, North America, Open International As Open was entering North American market as a new entrant, led efforts to open sales in the U.S. Responsible for direct sales, partner engagement, alignment with corporate marketing in pipeline development & management, ongoing go-to-market strategies, developing and submitting proposals for utilities in North America. Product focus on Customer Information System (CIS), Customer Self- Service portal, Mobile Workforce Management and Meter Data Management/AMI integration.. Established initial customer base in the U.S. with startup revenues of over $16 million. Worked closely with company Professional Services and Product Development organizations to align solution to customer needs.

2 Page

2014-2017 Independent Business & Sales Consultant

Sales Consultant for STEM Advancement, Inc., developer of STEM curriculum for K-12 schools. Closed company’s first publisher contract. Sales Consultant and board member of Cap-Pac, company focused on the import of specialty organic coffees for the wholesale roaster market in the southeastern U.S. .

2012- 2014 Sales Executive, Western Region, Ventyx, an ABB Company Responsible for sales to target utilities including PUD’s, municipals, small to mid-size IOU’s, energy consultants,generators, national labs and other related energy companies in Pacific Northwest, British Columbia, Alberta, California, New Mexico and Hawaii. Solution portfolio includes solutions for Asset Health / Smart Grid / Demand Response / Renewable Energy / Workforce and Asset Optimization (EAM/MWF) / Network Management (SCADA/DMS/OMS/EMS) / Advanced Business Analytics / Energy Portfolio Management (EPM). Targets include existing accounts as well as new business. Managed annual software renewals across client base. 2011- 2012 Business Development Exeuctive, TailorMade Led initial market entry for Stockholm-based company into the North American market. Developed initial go-to-market strategy, established segmentation approach, and suggested product focus for market based on a component billing solution. Conducted lead generation campaigns, developed initial pipeline and conducted direct selling activities for utilities in the investor-owned and municipal utility sectors. Engaged channel partners to broaden market reach, as well as involvement with consultant influencers in the market. 2010 – 2011 Director, Business Development, Hansen Technologies Facilitated Hansen North America market launch of customer management and billing solutions in regulated utility and competitive retail energy market segments. Key participant in go-to-market strategy, working closely with executive management team and global marketing. Established relationships with industry analysts, systems integration firms and industry selection consultants. Coordinated series of introductory webinars to launch Hansen brand. 2007 -- 2010 Account Executive, Western Region, Tantalus Systems Corp. Managed existing customer base and drive new sales for utilities in Western United States and Western Canada with Advanced Metering Infrastructure/SmartGrid communications solution. Hands-on approach for all aspects of business cycle—lead generation, sales presentation, proposal preparation, contracting, and coordination of installation and support activities to increase awareness and penetration of company in AMI/SmartGrid market. Assisted key client in obtaining DOE Smart Grid Investment Grand (SGIG) funding, leading to $6 million in additional project revenue. Appointed as liaison to Product development team to provide market input from Sales organization and ensure coordinated effort to address critical customer issues. 2000 -- 2007 Sales Executive/Regional Manager, Latin America SPL WorldGroup/Oracle Utilities Global Business Unit Joined SPL as Account Manager, responsible for maintaining positive relationships/customer satisfaction, as well as driving additional revenue opportunities in CISPLUS client base. As Sales Executive, launched market study and developed business case for entry into the Latin American market, defining market characteristics, initial localization requirements, and sales targets, while also performing sales responsibilities in North America. In late 2004, named Regional Manager for Latin America in order to attain more focus in expanding customer base in region and built team of sales and services professionals as well as alliance with strategic partners to grow installation base. From 2004 -2007, contracted for approximately $12 million in software and services revenue in the region and initiated sales processes which subsequently resulted in Oracle obtaining contracts with four Tier 1 utilities in Latin America. Received award for Americas Outstanding Sales Executive in 2004. 3 Page

1995 -- 2000 Sales Executive

Orcom Solutions, Inc.

Responsible for customer needs development, coordination of demonstration resources, customer site visits, proposal development, and contract negotiation in conjunction with mission critical customer service and billing and ERP applications for utility industry. Target market includes investor-owned utilities, public utility districts, municipalities, and energy services companies providing electric, water, and gas services. Exceeded annual targets, and in 1998, led team with sales in excess of $5 million. RELEVANT Knowledge of utility customer and operational systems SKILLS 25 years’ experience working with utility companies,

Go-to-Market strategy development

SaaS sales experience

Full cycle sales management: prospecting, sales, negotiation, closing

Experience with the utility supplier ecosystem

EDUCATION Monterey Institute of International Studies, Monterey, California Masters of Business Administration

U.S. Department of State, Summer Intern

University of Iowa, Iowa City, Iowa

Bachelor of Arts, Linguistics

LANGUAGES Spanish (Read/Write/Speak Fluent); Native English speaker PROFESSIONAL Recommendations on my work can be found in my LinkedIn profile. REFERENCES

Contact this candidate